Manager Sales

BRIAN MOHR

*** ********** ******* **. 614-***-****

Lewis Center, OH 43035 **********@*******.***

SUMMARY SKILLS

• Over 10 years of FP&A Experience

• Driving process implementation and improvements

• Experienced presenting to C-Level Executives, Directors, Managers, and Non-Management personnel

• Strong analysis and modeling capabilities

• Defining and tracking performance metrics

PROFESSIONAL EXPERIENCE

Anchor Hocking February 2012 to Present

Founded in 1905, Anchor Hocking is a leading marketer and manufacturer of a comprehensive line of glass products including

beverageware, candle containers, servingware, ovenware, storageware, lighting components and other glass products

Manager, Financial Planning & Analysis

• Built Sales Category report – project that had been put on-hold for several months previously. This has allowed marketing

to identify sales results/trends/margins by product line/customer/item.

• Using the Demand Planning production schedule and inputs from Sales/Marketing built a forecasting model to improve

gross margin % forecast accuracy – reducing variances from 200 basis points to fewer than 50 basis points.

• Built an recurring model providing Net Sales by customer – previously Anchor had only Gross Sales by customer, but no

report showing returns, allowances, programs, cash discounts, etc. at a customer level.

• Manage staff of 3 analysts

United Technologies Corp., Fire & Security September 2006 to February 2012

Americas Fire & Security Services Division

Manager, Financial Planning & Analysis (Connecticut) September 2008 to February 2012

• Coordinated budgeting process including Sales, Quotas, Revenue, Margin, & EBIT – by branch. This included working

with branch sales teams to develop sales strategies for the upcoming year. Beyond setting quotas, we looked at size of

markets, competitors, sales drivers (price, relationship, etc.), new market opportunities, etc. I presented the financial

budget to the President and CFO of Americas Fire & Security Services.

• Developed monthly forecasting processes for 10 branches comprising the Central Region (Excel based tool, upload into

HFM through Smartview). Met monthly (or more frequently) with branches to understand forecasts and identify risks and

potential opportunities. Presented summary analysis to divisional President and CFO of Americas Fire & Security

Services, after review with the Regional General Manager.

• As Finance Manager for Americas Fire & Security Services (a division of UTC Fire & Security) New York branch, drove

significant changes including:

o Inventory consolidation

o Pricing on Test & Inspect contracts

o Receivables/billings process including first arrival calls, dispatcher script, targeting accounts and tracking

collector performance

o Purchase Requisition process

• Analyzed organizational structure in Colorado branch – identified cost reduction and revenue opportunities which have

improved financial results from a loss to a profit position

Fire & Security Corporate Headquarters

Restructuring Finance Manager September 2006 to September 2008

• Participated in the development and tracking of service performance metrics including

o Operational: calls/tech/day, labor utilization (basically hours on site vs. paid hours), inspections/tech/day, first-

time fix %, etc.

o Financial: net recovered margin (actual margin vs. budget for project related work), Field OH % of Revenue,

SG&A % of Revenue

Apollo Professional Solutions December 2005 to September

2006

Working as a contractor for United Technologies Corp., Fire & Security

Major Accomplishments

• Created financial model analyzing the impact of closing the local facility in Exton, PA and outsourcing products to third

party vendors (foreign and domestic) and sister companies as well as exiting certain business lines. The project size was

approximately $3.3MM in non-capital expenditures, another $950k in capital expenditures and had an NPV of $4.9MM.

DecisionOne February 1992 – November 2005

DecisionOne is the largest independent third party computer maintenance company in North America. DecisionOne services

mainframes, midrange systems, networks, personal computers and associated peripherals.

Director Financial Planning and Analysis (Pennsylvania) June 2004 – November 2005

• Managed staff of 5 analysts

• Created Financial Analysis and Balance Sheet used for the purpose of selling DecisionOne’s Call Center business.

• Refined Commissions Forecasting methodology, improved accuracy of forecast from +/- $75,000 per month to +/- $20,000

per month.

• Created overtime analysis, in conjunction with the IT Department, reducing OT by 50% with no adverse impact to service

level performance.

Regional Business Manager (Arizona) June 2001 – June 2004

• Maintained operating margins despite declining revenues. This was accomplished through the careful review of expenses –

primarily staffing requirements, overtime reduction, subcontracting costs, and travel.

• Improved accuracy of Western Region Forecast from a 6% variance to a 3% variance – primarily through detailed analysis

of parts usage and expense.

• Created P&L spreadsheet used by Program Managers to assess the profitability of their assigned accounts. This allowed

non-financial managers to easily gauge the performance of the accounts they managed.

Regional Resource Manager (Arizona/Pennsylvania) November 1997 – June 2001

• Created performance metrics and analysis resulting in identification of excess labor costs and the reduction of same with

no detrimental impact to the achievement of our service levels.

o Developed performance targets for calls closed per day, overtime, and backlog during a period of downsizing.

Headcount reduced over 20%, and productivity increased from 2.5 to 4 calls per Field Engineer per day after

accounting for overtime. Backlog dropped from 3 days to 1.2 days.

Western Area Service Planner (Arizona) January 1996 – November 1997

Operations Applications Specialist (Arizona) January 1996 – November 1997

Senior Strategic Programmer (Arizona) February 1992 – September 1994

COMPUTER SKILLS

• MS Office (Excel, Word, PowerPoint, Access), FoxPro

• Exposure to the following ERP systems: Hyperion, Timberline, Solomon

E D U C AT I O N

Carnegie Mellon University Pittsburgh, PA

Master of Business Administration (honors graduate)

Concentrations: Finance and Strategy

University of Arizona Tucson, AZ

Bachelor of Science

Majors: Finance and Management Information Systems

Contact this candidate